MSLD 632 Module 4-Deception in Negotiations

As a nerd who collects Japanese action figures, I negotiate with a lot of people both in-person and online. The negotiation process is a lot like playing a game. Despite the many obstacles, we will go as far as we can to get what we want. Deceptions in particular are something ones should really be careful of: as this could lead ones to make poor decision-making and outcomes. To avoid getting into such a situation, I consider the following:

Research
Just like a scientific report, ones can’t explain anything without information. If there’s time before the negotiation, it is important to gather as much information as possible to prepare pointing out and ask questions to the opponent(s). For my case, I often look up information such as the price range, manufacturer, as well as images of the product to avoid the chances of getting a counterfeit item- a common issue in figure collecting.

In cases where negotiations happen on the spot, asking direct questions to the opponent(s) could help ones gather more information. However, it is important to keep in mind that word-of-mouth may not always be the most reliable source, and it is important to take time and think thoroughly and identify any suspicious cues.

Identifying Verbal and Nonverbal Cues

Aside from general research, verbal and nonverbal cues are other ways to avoid deception (Hoch, 2001). Suspicious cues are more present when someone tries to deceive me with a counterfeit figure. When these people try to offer me these items, they often try too hard to sound like an expert. When they say something like, “here we have a genuine Square Enix Metal Gear Solid figurine from Japan” for example, they often sound like they rehearsed the statement and therefore sounds unnatural.

If anything sounds suspicious, I then test the opponent by throwing some detailed questions and pointing out areas than seem weak (based on previous research). For this case, I often like to talk about the paint job of the figurine and say something like, “it’s interesting since I thought the colors of his eye are supposed to be blue-grey and not light blue”. After I say something, it’s important to pay attention to both verbal and nonverbal expressions. Often times when I point out such detail, they flinch a little or start saying a bunch of “ums” or “well”. When they try to talk back, they often times give me awkward smiles and even stumble: an indication that he or she may have been trying to deceive me. However, when we’re asking questions or pointing things out, it is also important for us to approach with caution to avoid our opponents feeling uneasy.

Taking Things Slowly

Negotiations should never be done in a rush. They are much more complex than regular conversations since there are a lot of information to consider when making the final decision. If I ever had cases where I still feel unsure despite the information I’ve researched and gathered from the opponent, I ask them kindly if there’s an option to come back later. If yes, it’s important to take the time, layout, and add in more information. If you’re unable to step out once, it’s better off to stop the negotiating all together.

Record Keeping

Despite considering the previous steps, there still may be cases where deception wins. To lower or completely avoid damages after making the decision, it is important to back up your decision-making with documentation. If an online advertisement of the product was online for example, take screenshots of the valuable information (better if this was done before starting the negotiation). Jotting notes and having a written contract with the individual(s) can also serve as a backup. 

References

Hoch, S. & Kunreuther, H. (2001). Wharton on Making Decisions. Hoboken, NJ: John Wiley & Sons Inc.